7 Steps for Turning New Sales Hires into Productive Powerhouses

Transforming New Sales Hires to Be Quota-Busting Superstars

You cannot make someone with zero sales experience an all-star overnight. He or she may have more innate ability than anyone who has ever walked the Earth, but without the right combination of training, knowledge, and guidance from you, the person won’t generate revenue. So what does it take to turn an inexperienced new sales hire into a quota-busting superstar?

Bullhorn spoke to Dan Fisher, CEO of IT staffing sales consultancy Menemsha Group, for his expert advice on turning your new sales hires into productive powerhouses. In this whitepaper, Bullhorn and Menemsha Group will teach you how to:

Define your hiring profile
Define your sales process
Onboard new sales hires before they start
Train your new sales hires and set proper goals
Manage change and make new lessons stick

Download the report today!

To download "7 Steps for Turning New Sales Hires into Productive Powerhouses", please fill out the short form below

matt fischer

Matt Fischer

President and Chief Operating Officer

As President and COO, Matt leads Bullhorn’s architectural, technical, and software design and development efforts. He also directs the product management team’s work defining product strategy, and global customer support and success. Since joining Bullhorn in 2004, Matt has held a variety of leadership positions managing the growth of various technical and services teams, including Vice President of Professional Services. Prior to Bullhorn, Matt worked at PricewaterhouseCoopers, specializing in systems process assurance for such companies as Fidelity and State Street Global Advisors. Matt holds a Bachelor of Science in Business Administration with a concentration in Finance from Boston University’s School of Management.

David Whitley

Chief Technology Officer

David Whitley was most recently Managing Director of DHW Ventures LLC, an executive management consulting company specializing in advisory services to private equity firms and software companies. In that role, he advised early stage, venture-backed and private equity owned software companies, having spent the past 17 years as Head of Software Engineering in several private equity owned portfolio companies. Prior to establishing DHW Ventures in February 2020, he was the senior vice president of product development for Applied Systems, Inc., the leading global provider of cloud-based insurance software which achieved significant global growth, leading the digital transformation of the insurance industry. Prior to joining Applied Systems in 2011, he was responsible for global product development activities for the Security, Government, and Infrastructure division at Huntsville, Alabama based Intergraph Corp., providing mission-critical software for several industries including public safety, defense, intelligence, utilities, transportation, and communications. Prior to Intergraph, he was the vice president of engineering at Solution 6 Holdings, the largest software company in Australia. He began his career at Andersen Consulting (now Accenture), where he worked in the technology competency center, delivering custom application solutions for Fortune 500 companies. David holds a bachelor’s degree in electrical engineering from North Carolina State University.

David also is highly involved at his alma matter, currently serving in his second term on the Strategic Advisory Board for the Department of Computer Science at North Carolina State University. Additionally he is the Chair of the Development Committee for the NC State College of Engineering Foundation Board, responsible for assisting the fund raising and private financial support for the College of Engineering endowment.

David and his wife of 30 years, Karen, reside in Raleigh, North Carolina. He loves to play golf, enjoy watching most sports, and enjoys staying physically active.

Anthony Meo

Senior Vice President of Global Services

As SVP of Global Services at Bullhorn, Anthony oversees Global Professional Services and Customer Success and is responsible for deployment, adoption and value realization of industry leading Bullhorn software. Global Professional Services at Bullhorn partners with its customers to provide a variety of services including business and technical consulting, integration and customization, enterprise project management and adoption services.

Prior to joining Bullhorn in 2018, Anthony was Vice President of Global Solution Architecture at Fuze, a global provider of enterprise communication software. Before that, Anthony has held a variety of technical leadership roles within the enterprise software space starting in software development, sales engineering, solution architecture and over time transitioning towards his true passion which is ensuring client success through technology solutions. Anthony holds a Bachelors of Science in Business Management with a concentration in Management Information Systems from Northeastern University.

Jonathan Novich

SVP of Product and Salesforce

Jonathan Novich is SVP of Product and Salesforce for Bullhorn, the global leader in CRM and operations software for the recruitment industry. A staffing technology innovator, he has developed broad and deep product and technical experience consulting to staffing firms over the past 15 years. Jonathan has acted as an independent consultant for some of the largest staffing companies in the world and advised companies on acquisition targets.
At Bullhorn, he oversees product initiatives as more than 10,000 staffing companies rely on Bullhorn’s cloud-based platform to drive sales, build relationships, and power their recruitment processes from end to end. He graduated with honors from Princeton University, earning a Bachelor of Science in Engineering in Computer Science and a certificate in Operations Research.

J.R. Stricker

SVP, Global Support & Training

As Senior Vice President, Global Support and Training, J.R. leads our global Support and Training for all Bullhorn product lines. J.R. directs both the company’s customer service and training efforts around the world engaging customers throughout all points in the customer journey, both proactively and reactively, delivering incredible customer experiences via transactional interactions and client engagements. He brings a broad range of customer service leadership skills and experience to the company spanning performance management, project management, employee and leadership development, organizational design, and strategy which all align to focus on driving an incredible customer experience. Prior to joining Bullhorn, J.R. led call center optimization efforts for AT&T Mobility, directing the call center strategy for more than 100 contact centers. J.R. has spent 20 years working in the contact center space and has held a number of key leadership roles prior to joining Bullhorn.

Ryan Murphy

Executive Vice President of Enterprise and Salesforce

Ryan Murphy is the Executive Vice President of Enterprise and Salesforce. He began his 10-year career at Bullhorn as a finance and sales intern, affording him a 360-degree view of the software-as-a-service industry and Bullhorn’s business model. Prior to his current role, Ryan served as an Enterprise Account Executive where he honed his customer-first leadership style and championed Bullhorn’s offerings to its most strategic clients. Today, Murphy is charged with leading the enterprise strategy and go to market for both Bullhorn and Bullhorn for Salesforce, enabling customers to maximize their investments on both platforms and deliver an incredible experience to their customers and candidates. Ryan has a Bachelor of Arts in Business Administration from Boston University.

Peter Linas

Chief People Officer and Executive Vice President of Corporate Development

Peter oversees Bullhorn’s international operations across EMEA and APAC in his role as Executive Vice President of Corporate Development and International. Peter joined Bullhorn in 2009 and was responsible for its highly successful UK launch. In addition to growing the international team to over 50 staff and establishing Bullhorn as the UK’s market leading recruitment software in fewer than three years, Peter has expanded Bullhorn’s reach into EMEA and APAC and achieved a user base of more than 10,000 international users. Prior to taking on the launch of Bullhorn in the UK, Peter spent 20 years working in the recruitment industry and held a number of senior director roles before moving into the technology space.

Art Papas

Founder & CEO

Art Papas is the Founder and CEO of Bullhorn, Inc., the global leader in software for the staffing & recruitment industry. Art was the original architect of Bullhorn’s flagship Customer Relationship Management (CRM) system, which now helps more than 10,000 companies around the world run their businesses. In 2014, Ernst & Young named Art an EY Entrepreneur of the Year Award Winner in New England. Prior to starting Bullhorn, Art started his career as a software engineer at Thomson Reuters. Art is a graduate of Tufts University, holding a Bachelor of Science degree in Mathematics. Art currently serves on the Tufts Computer Science External Advisory Board.

Nina Eigerman

SVP of Alliances and Business Development

Nina Eigerman is Bullhorn’s VP of Alliances and Business Development, responsible for the company’s technology and services partnerships. Prior to joining Bullhorn, Nina ran the Business Services practice at G2 Capital Advisors, helping agencies and their providers with capital market transactions. Earlier in her career, she was the President of Aquent Solutions and a consultant with McKinsey & Company. She also ran a full desk at a-connect, a global strategic staffing firm. Nina has a Bachelor of Arts from Harvard College and graduated from the MIT Sloan School of Management.

mike restivo

Mike Restivo

Chief Revenue Officer

As Bullhorn’s Chief Revenue Officer, Mike drives the company’s global revenue growth. Mike was one of the first 15 team members of Bullhorn Inc. in Boston and relocated to London in 2010 to start up the International team. In his 6 years in London, Mike drove regional expansion into the Netherlands, Germany, Singapore, and Australia. He has supplied cloud-based solutions to recruitment consultancies in over 50 different countries worldwide for the past 10 years. Mike was born and raised in the Boston-area where he grew up an avid sport fan. He earned his Bachelor of Science in Business Management from Babson College.

Brian Sylvester

Chief Financial Officer

Brian Sylvester is Bullhorn’s Chief Financial Officer (CFO) with more than 15 years of financial leadership experience. Brian leads Bullhorn’s financial, accounting, and legal functions. Prior to becoming CFO, Brian spent three years at Bullhorn in various finance & accounting roles. Prior to Bullhorn, Brian was Corporate Controller at Pegasystems, a global provider of business process management software where he scaled the finance organization during a period of 2.5x revenue growth. Brian began his career at PricewaterhouseCoopers in their technology audit practice.

Brian is a CPA in Massachusetts, has a Master’s of Science in Accounting from Boston College and a Bachelor’s of Science in Accounting from Bryant University.

gordon burnes

Gordon Burnes

Chief Marketing Officer

As CMO, Gordon Burnes directs the company’s marketing and business development efforts, including product marketing, demand generation, PR, branding, creative, and Bullhorn Marketplace. He brings a broad range of skills and experience to the company across the product, marketing, sales, and business development functions to help drive growth. Gordon was previously the IBM executive in charge of worldwide marketing for the Risk Analytics group, which became the leading provider in the industry over the course of his tenure. Prior to IBM, Gordon ran marketing and business development for OpenPages, which was acquired by IBM in 2010. Gordon has a Bachelor of Arts in Anthropology from Harvard College and an MBA from Columbia University.

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Thank you. We will be in touch shortly!

Ed Holmes

SVP, Workforce & Revenue Cloud

As Bullhorn’s SVP of Workforce & Revenue Cloud, Ed drives the company’s middle office strategy and overall product offering. Ed joined Bullhorn as part of the Peoplenet acquisition where he spent 7 years as the President/CEO leading up to the acquisition in late 2017. Prior to joining the Bullhorn family, Ed has spent his career designing, building and managing technology solutions for numerous Fortune 500 companies. He has been a Partner in an ERP-focused consulting firm, a CIO for a global pharmaceutical company, a supply-chain leader for a retail company and the leader of a services company from its inception to $50MM in revenue. Ed was born in Florida but has spent the last 20+ years in Atlanta, GA. Ed loves to play golf, tennis and basketball and occasionally gets out kite boarding when the wind is just right.

Ed holds a Bachelor of Science in Industrial and Systems Engineering from the Georgia Institute of Technology and an MBA from Goizueta Business School at Emory University.

Brandon Metcalf

SVP, Salesforce at Bullhorn

As SVP, Salesforce at Bullhorn, Brandon Metcalf is responsible for overseeing Bullhorn’s Salesforce ecosystem and go-to-market strategy. Prior to Bullhorn, Metcalf was the Co-Founder and President of Talent Rover, a software-as-a-service company that aimed to modernize the staffing and recruitment industry. Bullhorn, the global leader in CRM and operations software for the recruitment industry, acquired Talent Rover in March 2018. Before launching Talent Rover, Metcalf was Senior Director of Technology at CVPartners, a rapidly growing Inc. 500 staffing and executive search firm. He began his career in the staffing and recruitment industry at Kelly Services, where he held various roles in recruitment, sales, and territory management.

Tamsyn Attiwell

SVP, Customer Success

As the Senior Vice President of Customer Success, Tamsyn leads Bullhorn’s Services and Customer Success teams. She is responsible for the successful delivery of all products and services globally and is committed to creating and maintaining incredible long-term customer experiences in the Candidate to Cash process. Tamsyn has been delivering implementations for over 25 years with companies such as SAP, Ariba, Zuora and Apttus: specializing in HR, Payroll, Procurement and Quote To Cash capability. She trained as a software engineer after studying Maths, Statistics, and Computing in England.

Richard Harrison

SVP Product, Executive Search

As Bullhorn’s SVP Product, Executive Search, Richard drives the company’s product strategy and initiatives for the executive search sector and the Invenias product. Richard joined Bullhorn as part of the Invenias acquisition in 2018, where he one of the founders and spent 14 years as the Chief Product & Technology Officer and a Board Director.
Richard brings over 25 years of business, technology and product leadership, with broad industry experience that spans the full spectrum of the staffing industry, with specific focus on executive and retained search. Prior to Bullhorn, Richard was central to the successful growth and development of the Invenias business globally, from its inception to becoming the market leading provider of executive search software.

Kristin Machacek Leary

Chief People Officer

Kristin oversees Bullhorn’s human resources function in her role as Chief People Officer. Kristin joined Bullhorn in 2020 and is responsible for helping Bullhorn scale to the next level, build leadership capacity, and accelerate growth in global markets. Kristin brings to the role over 20 years of experience leading high-potential companies through breakthrough growth and brings a depth of knowledge in organizational design, scalable processes, and flexible systems culled from some of the most successful global companies in the world. Leary joins Bullhorn from Hitachi Vantara, where she served as Chief Human Resources Officer, and before that she worked as Chief Human Resources Officer at Forcepoint, a private equity-backed company with 3,000 employees operating in more than 45 countries. She has also worked at high-growth enterprise technology companies like Alphatec Spine, Boston Scientific, and Hewlett-Packard.

Carrie Zellmer

Vice President of Enterprise Client Services

As VP of Enterprise Client Services at Bullhorn, Carrie Zellmer excels at creating a culture of service excellence and forming strong relationships with Bullhorn’s enterprise customers. Carrie previously served as Managing Director for MaxHire and Sendouts and was responsible for building processes and growing a team dedicated to working with new and existing customers. Carrie and her team utilized extensive industry knowledge to work directly with clients and coach new representatives. Prior to Bullhorn, Carrie spent 7 years at LaSalle Network in Chicago, where she was Vice President of Sales and Recruiting. Carrie has both a Bachelor of Science in Accounting and a master’s degree in Accountancy from the University of Wisconsin, and an MBA from the University of Chicago.

paul deely

Paul Deeley

Chief Financial Officer

Paul Deeley is Bullhorn’s Chief Financial Officer (CFO). With more than 20 years of financial leadership experience at a variety of successful Boston-area technology companies, Paul leads Bullhorn’s financial, accounting, and legal functions. He was most recently Vice President of Finance at Constant Contact, a publicly-traded provider of Software-as-a-Service marketing solutions. Prior to Constant Contact, Paul was Director of Finance at Nokia, the world’s largest manufacturer of mobile devices. He has also held leadership positions at NMS Communications, Hill Holliday Connors Cosmopulos, and AMR Research. Paul graduated from Boston College with a Bachelor of Science degree in Accounting.

Aravinda Rao Souza (Vinda)

VP, Marketing Communications

Aravinda Rao Souza (Vinda) is Bullhorn’s Vice President of Marketing Communications, in charge of the company’s global public relations, analyst relations, strategic thought leadership, and internal communications strategy. A technology PR pro by trade, Vinda also manages Bullhorn’s strategic positioning with influencers and industry associations. She sits on the Board of Directors of the Massachusetts Staffing Association and the American Staffing Association’s Thought Leadership Task Force. Before joining Bullhorn in 2012 she managed marketing communications at advertising technology company DataXu. Before DataXu, Vinda spent five years in account management at a high-tech boutique PR firm, fama PR. Vinda earned her Bachelor of Arts degree in English and French from Tufts University.

Deb Hordon

Senior Vice President of Leadership Strategy

As Bullhorn’s SVP of Leadership Strategy, Deb is responsible for cultivating great leaders so the firm can successfully execute on its ambitious growth strategy. She inspires top performance and builds a pipeline of strong leaders for the future. Prior to joining Bullhorn, she was Principal Consultant at PDI Korn Ferry where she conducted leadership assessments and provided executive coaching to clients across geographies and industries. An executive coach for more than 13 years, she was previously a faculty member at Trinity College Dublin Graduate School of Business/IMI and a senior consultant for Hay Group and Monitor Group. Deb holds a Bachelor of Arts in Architecture and a PhD in Sociology from Columbia University.